Sales Manager

Department – Sales

Reports to – General Manager

What’s the job?

As Sales Manager, you’ll develop and implement sales and revenue strategies to ensure revenue and room night sales goals are achieved. You will be responsible for regularly selling hotel rooms, meeting rooms, and food and beverage through direct client contacts. You will help to build awareness of the hotel and brand in the local community.

Your day-to-day

Revenue

• Implement the hotel’s annual Sales and Marketing plan.
• Make sales calls to key accounts and potential clients.
• Routinely greet guests around the hotel to build relationships and rapport and generate leads, including breakfast area and meeting rooms.
• Aggressively pursue revenue opportunities by effectively prioritizing each.
• Assist in effectively utilizing yield management and revenue maximization tools to attain financial goals.
• Use distribution channels and technology platforms to drive revenue and maximize market share.
• Represent and build the hotel’s online reputation on review sites.
• Review and implement newly introduced/updated Opal and Brand standards.
• Strive for an optimal mix of corporate, government, and SMERF businesses. Across all days of the week.

Community Involvement

• Act as a public relations representative and ambassador to raise awareness of hotels and brands in the local community.
• Forge relationships and build rapport. Cultivate, enhance and leverage external and internal relationships to elevate hotel and market share awareness and drive business.
• Effectively channel your knowledge of the competitive landscape.
• Ensure good standing in the community by developing and maintaining relationships and involvement with the Chamber of Commerce, the Convention and Visitors Bureau, other hotels, local schools, local government and other community and civic organizations.

Quality

• Guest Service – assist guests with requests or address any complaints.
• Work closely with other hotel departments to ensure the hotel meets and exceeds Opal’s and the brand’s standards for guest satisfaction.
• Drive improvement in guest satisfaction goals. Collaborate with colleagues and hotel team members to establish and implement services and programs that meet or exceed guest expectations.
• Serve and build relationships with guests, clients, and their representatives (booking representatives, travel agents, etc.) – ask for their feedback and show them hospitality.
• Work closely with the Front Office and F&B Department to ensure a smooth execution of events and banquets.
• Review GSS scores and online reviews to understand guests’ appreciation and concerns.

Leadership

• Train colleagues on sales skills so that every associate is an extension of the sales team.
• Demonstrate a high level of integrity, take ownership of personal and team actions, communicate effectively, promote collaboration, nurture a positive, professional work environment, and adhere to Opal’s Standard Operating Procedures.
• Drive team member involvement in community organizations, activities, and businesses.
• Develop and carry out action plans to be environmentally conscious by taking steps to reduce the hotel’s carbon footprint.
• Take an active role in the Implementation of the hotel’s annual Sales and Marketing plan.
• Perform other duties as assigned.

Requirements

• High school diploma, higher-level education preferred
• 1 year sales experience, preferably in the hospitality industry
• Willing to travel and must possess a valid driver's license
• Must be a strong leader, self-motivator, team builder and willing to work 50 hours per week with flexibility (minimum 5 days per week)
• Must speak fluent English (other languages preferred)

Specific Responsibilities

• Send a daily end of the day activity and accomplishment email to the Opal Corporate Director of Sales and Marketing, General Manager, and Opal Director of Operations.
• Achieve Revenue and RevPAR targets for all business segments.
• Establish monthly sales forecasts. Keep the General Manager and Corporate Director of Sales and Marketing apprised of the status of these forecasts to ensure that the property has a steady stream of business through the year.
• Be proficient on the use of the sales / customer relationship management software (i.e., SalesPro/Delphi).
• Develop and execute advertising programs within the GM guidelines and the approved budgets.
• Attend weekly Manager’s meeting, all general staff meetings, and various departmental meetings for increased communication.
• Leverage cross sell opportunities amongst all Opal properties.
• Maintain high visibility in the surrounding community.
• Maintain efficient sales office procedures for productive use of staff time and insure the maintenance of accurate and updated account files and follow-up procedures.
• Ensure all sales leads are followed up.
• Assist in the development and recommendation of rate strategies.
• Maintain history trend analysis for the property.
• Ensure the prompt and systematic servicing of all business accounts.
• Identify and analyze competition, both locally and regionally.
• Attend Chamber of Commerce meetings, and other similar pertinent community activities.
• Develop strategic relationships with third party providers.
• Ensure that the web and third-party electronic distribution channels are continuously reviewed, researched and updated for maximum hotel exposure and maximum room night generation.
• Attend relevant tradeshows and events to promote the assigned properties.
• Provide sales call reports to the Opal Corporate Director of Sales and Marketing, General Manager, and the Opal Director of Operations as required by the Standard Operating Procedures of Opal Hotels.
• Maintain supplies of sales presentation materials, including slides & brochures.

Optimum Attributes

• Excellent communication skills
• Exceptional skills selling and negotiating
• Excellent time management and organization skills
• Good listener
• Willing to take responsibility and accountability
• Consistent and congruent
• Willing to work on weekends and holidays if required
• Well-groomed and professional appearance
• Pleasant personality

Performance Standards

Performance shall be measured by the following:

• Corporate, Group, and SMERF production
• Budgeted RevPAR
• MSI Index

The statements in this job description are intended to represent the key duties and level of work being performed. They are not intended to be ALL responsibilities or qualifications of the job.

Equal Opportunity Employer